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Organizations always dream of doing “more with less”, especially when focusing on improving customer profitability. But they can’t seem to turn that dream into reality. One of the main reasons why is that they are spending just as much time and energy marketing to customers who are least likely to respond as they do on those who are most likely to respond. This is a HUGE problem because organizations could substantially reduce marketing costs by focusing exclusively on 1) those already in their system who have a high likelihood of responding and 2) like-minded prospects outside of their current database. We at Arjuna have a solution to this problem - PROPENSITY SCORES. Let me explain further.